Vitrina.ai · Customer Discovery Case Study 6.4% interest rate, 22 meetings.

The founding team at Vitrina.ai had done initial research into ideal buyers within North America. Being a marketplace, they identified 4 ideal client profiles and employed JJELLYFISH to test Production service buyers, who in their words was the most challenging and untested of the 4. Vitrina.ai was challenged to understand partner scouting processes and the likelihood of a Production Head using an online solution for expanding their partner portfolio. It was critical to design and build a sales playbook that allowed for repeatable prospecting and qualification.

JJELLYFISH deployed their team for 90 days as an extension of the Vitrina.ai team based in the United States. In that short period of time, JJELLYFISH developed and executed:

Repeatable, outbound strategy proven to generate meetings with Production leaders at the top 10 production labels in the entertainment industry

Discovery process to uncover true unmet needs in the entertainment industry that Vitrina can use to gain quick traction in the US Market

Audit of Vitrina.ai’s sales process, which focused on developing a proper Discovery call with clear qualification to remove false positives from the sales funnel

Within the Customer Discovery process, three commercial assumptions were tested to inform Vitrina.ai’s best-fit customer segment and related value proposition. Additionally, initial outbound conversion rates were measured closely to predict the viability of future success.

With an above average Interested rate of 6.4%, JJELLYFISH was able to secure 22 meetings from cold outreach by relying on contact-specific, personalized messaging.

Not only was the JJELLYFISH team successful in generating mindshare with Production Heads (including c-suite executives) in North America, but 55% of the initial conversations were advanced. The JJELLYFISH outbound playbook is now the foundation for Vitrina.ai’s global outreach strategy.